WHY SOME BUSINESSES GROW FASTER THAN OTHERS
Having worked with several organizations in Zambia and beyond i have noted that organizations in Africa are asking the same question: “How do we increase sales?”.
So they invest in:
- Marketing campaigns
- discounts and promotions
- sales training
But they often ignore the one factor that quietly determines results Organizational culture.
Culture is not just values on the wall.
As Edgar Schein explains, culture is:
- What people do daily
- What leaders reward or ignore
- What employees believe about customers and service
And in every business or organization, culture matters even more.
Drawing from insights by Geert Hofstede, our business environment is highly relationship-driven:
- People buy from people they trust
- Service experience drives referrals
- Reputation spreads quickly.
1. Stop Selling Products. Start Solving Problems
Customers don’t buy what you sell, they buy solutions.
Build a culture that listens first, sells second.
2. Leadership Must Model Urgency and Customer Focus
If leaders delay, ignore customers, or lack energy, the whole organization becomes slow… and sales drop.